Meaningful Work From Day One

This role is first and foremost a leadership role integral to the B-F Greater China Leadership team. As a Leadership Team member, it must partner closely with the General Manager and cross-functional leaders to steward the organization & culture, drive a unified purpose across the organization, and achieve results. This role leads the sales function in Greater China, with a team of Distributor Managers, an E-Commerce Team, and Commercial Operations. It formulates and guides commercial strategies and priorities for Greater China, champions continuous improvement of our commercial capabilities, and ensures the execution of our plans. It is accountable for developing sales people and ensuring a thriving & inclusive sales organization built on integrity, teamwork, excellence, trust, and respect.

This role requires a significant ability to influence external partners and customers, as well as local and global internal stakeholders. Over the next 2-3 years, the role will need to transform the commercial structure and lead the commercial capabilities development according to long-term strategy. Normally, this position requires travel approximately 30% of the time, but the travel schedule may and will vary throughout the years.

What You Can Expect

• Provide input and leadership to influence the company’s strategic direction, business and portfolio strategies, and special projects as necessary.

• Lead the commercial strategy & agenda for the company to deliver B-F Greater China’s short & long-term revenue growth targets.

• Develop our existing customer base and channels as well as strategies to find new opportunities where to sell our brand portfolio (route to market strategy).

• Share commercial insights with cross-functional stakeholders to improve our understanding.

• Provide strong leadership and direction to direct reports and a team of approximately 15 internal and external people in various sales functions. Act as a role model of B-F values and culture.

• Design the Sales team structure, with a consistent focus on improving the effectiveness and efficiency of Sales staff.

• Oversee planning, allocation, and management of commercial investments, to ensure the quality and clarity of annual channel & customer plans and preparations for key customer negotiations.

• Identify and maximize new business development issues and opportunities; proactively recommend actions to achieve growth and gain share.

• Ensure effective and efficient processes for sales forecasting, planning, analysis, and reporting.

What You Bring to the Table

• College/University (Bachelor or Equivalent).

• 10+ years of sales experience with FMCG-branded products.

• Significant, progressive sales experience covering the full range of sales channels & functions (modern trade, traditional trade including distributors, on-premise and e-commerce, as well as sales operations and field force management).

• Ability to unlock insights from data and use them to drive growth with our partners.

• Experience in key customer negotiations and distributor management. Understanding of top-class sales operations and analytics.

• Excellent leadership skills and demonstrated people management and talent development experience.

• Sound knowledge of the Chinese retail environment and trade landscape and Sound knowledge of Chinese restaurant/bar environment.

What Makes You Unique

• Prior experience in wine & spirits, pharma & cosmetics, or luxury FMCG industries and familiar with working in a multinational company organized with cross-functional matrices.

• High energy self-starter with proven ability to identify issues and projects, plan and prioritize, organize and manage multiple projects to completion by specific deadlines, and motivate and mobilize others.

• High levels of ownership and accountability for decision-making. Capable of taking tough decisions for the benefit of the wider business.

• Superior communication skills (influencing & persuasion, listening, presentations, written). Fluent in English, both spoken and written. IT literate -- MS Office & Google applications.

Who We Are

We believe great people build great brands. And we know there is Nothing Better in the Market than a career at Brown-Forman. Being a part of Brown-Forman means you will grow both personally and professionally. You will have the opportunity to solve problems, seize opportunities, and generate bold ideas. You will belong to a place where teamwork matters and where you are encouraged to bring your best self to work.

Many Spirits, One Brown‑Forman- We believe that an inclusive culture, one that values the diversity and unique perspective of each individual, allows us each to bring our best self to work and leads to greater teamwork, creativity, and trust.

Cultivating a Caring Culture- We know that our strong culture is one of the many reasons people love working at Brown‑Forman.

Enriching Life. Enriching Careers- At Brown‑Forman, we craft products known for bringing people together. Our employees have made us what we are today and are the reason for our success. Do not just take our word for it. Brown‑Forman is consistently recognized as a Great Place to Work® in countries around the world.

What We Offer

Total Rewards at Brown-Forman is designed to engage our people to ensure sustainable and profitable growth for generations to come. As a premium spirits company, we offer equitable pay structures for individual and company performance alongside a premium employee experience. We offer a range of premium benefits that reflect our company values and meet the needs of our diverse workforce.

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Brown-Forman Corporation is committed to equality of opportunity in all aspects of employment. It is the policy of Brown-Forman Corporation to provide full and equal employment opportunities to all employees and potential employees without regard to race, color, religion, national or ethnic origin, veteran status, age, gender, gender identity or expression, sexual orientation, genetic information, physical or mental disability or any other legally protected status.

Business Area: Emerging International Division

Function: Sales

City: Shanghai

State: Shanghai

Country: CHN

Req ID: JR-00007360